Senior Director, Monetization Strategy

Salesforce•San Francisco, CA

About The Position

Salesforce is seeking a Senior Director of Monetization Strategy to develop long-term monetization for its flexible pricing model. The role partners closely with product development to understand the product roadmap and define future packaging and pricing for specific customer segments. It also evaluates, designs, and tests commercial models aligned with changing market trends and customer needs to accelerate Salesforce’s growth. The position requires creating clarity from ambiguity, using hypothesis-driven problem solving, supporting executive decisions amid competing priorities, analyzing product data, conducting quantitative and qualitative market and competitive research, and influencing product and business strategy. The role may include leading a team of pricing strategists. Candidates outside San Francisco should expect to travel to San Francisco up to 30% per year.

Requirements

10+ years of relevant experience.
Ability to frame ambiguous or complex problems and facilitate executive decision-making amid conflicting priorities.
Strong problem-solving, analytical, and time-management skills, including developing hypotheses and strategic frameworks, analyzing data, and presenting insights and recommendations to executives.
Ability to collaborate with executive stakeholders, align on a strategic path forward, operationalize strategy, and reprioritize as new information emerges.
Ability to drive cross-functional execution.
Excellent verbal and written communication skills, including the ability to influence decisions at different levels of management.
Intellectual curiosity, creativity, and strategic business thinking.
Experience managing concurrent projects with complex stakeholder dynamics.
Track record of working effectively in high-pressure environments.
Ability to drive work with minimal supervision.
Proficiency with MS Excel and experience with large data sets and supporting tools or languages such as SQL, Business Objects, Tableau, R, or Python.
Degree or equivalent relevant experience.

Nice To Haves

2+ years of SaaS pricing or strategy experience.
2+ years of experience in a software technology company.
Familiarity with developer-focused software products and their business models.
Prior management consulting, investment banking, corporate strategy, monetization or product strategy, or product management experience.
MBA preferred.

Responsibilities

Partner with product leadership to identify and prioritize products and features for pricing and packaging.
Collaborate with product, marketing, and finance leaders to craft commercial models, define strategies for new offerings, optimize existing packaging and pricing, and drive monetization.
Use multiple market inputs to design revenue-maximizing strategies.
Design and lead qualitative and quantitative sales and customer research to test pricing and packaging hypotheses.
Analyze product and feature usage patterns and draw conclusions.
Research competitors in similar and adjacent markets.
Communicate recommendations, influence senior executives, and gain alignment on pricing.
Maintain and nurture executive-level relationships at Salesforce.
Potentially lead a team of pricing strategists.